3 | Why Your B2B Sales Strategy is Broken (Deep Dive)

Host Neeta Bidwai discusses the challenges and inefficiencies in the B2B buyer journey, particularly the disconnect between sales, marketing, and customers. Key points discussed include:

- The evolving nature of the B2B buyer journey, with an increase in independent research by buyers.

- The inadequacies of traditional marketing tactics like MQL targets and lead gen without regard to quality.

- Meta analysis of research, such as Gartner's finding that 83% of the buyer journey is independent of vendors and Bain's research indicating that 80-90% of buyers work from a known quantity vendor list.

- The decline in the effectiveness of sales teams due to buyers' preference for self-serve options and the prevalence of buyer indecision.

- Recommendations for improving the go-to-market strategy, including empowering marketing teams to sell at scale through brand building, customer research, and thoughtful content.

- The need for comprehensive changes in revenue organizations and product strategy to better align with the evolved buyer journey.

Neeta argues that rethinking traditional approaches and placing a greater focus on insight-driven marketing and customer education can lead to more sustainable revenue growth and customer satisfaction.

Highlights:

00:22 The Disconnect Between Marketing and Sales

03:18 The Evolution of the Buyer Journey

05:10 Data Insights on Buyer Behavior

08:04 Challenges in the Current Sales Process

14:21 The Need for a New Go-to-Market Strategy

17:39 Empowering Marketing Teams for Better Results

22:27 Conclusion and Final Thoughts

Resources:

Key insights:

Sources for meta analysis

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Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/

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Where to find Good Revenue:

https://www.goodrevenue.io/goodrevenue 

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